Strategies for Winning All the Business You Want.
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Connectors
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01.24.12He’s Just Not That Into You! 3 Ways to Connect Quicker with ProspectsIf you ever try to attract someone and feel you’re falling short of making your case, here are a few solutions. If you try to sell someone something, a typical reaction you may receive is that person becomes immediately not that into you. As the nation’s #1 sales expert Jeffrey Gitomer says, “People Don’t Like to Be Sold, But They Love To BUY!™” In businesses where the seller and the buyer’s relationship matters, instead of focusing on the product, it is smarter to focus more on the relationship and making a connection. Here are 3 ways I’ve observed from some of ...
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12.21.11Disconnecting Your Connected Kids During The HolidaysMy contention is that relationship skills are as important to ones future as math, science, and reading. But relationship skills are often overlooked because they are not graded in school like other important skillsets. During the holidays, kids, just like adults, are required to navigate a variety of social settings and utilize their relationship skills. And when we hear “…click…click…click…” (the sound of a teenager texting instead of answering Aunt Debbie’s question) it may be when we know that things could be improved upon. As a parent, the holiday season is when we tend to notice most acutely which of our ...
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09.14.11Disguising Networking as SellingHave you ever been asked to give up your client list, promote someone else’s product in your email newsletter, or introduce the latest strategy to those you come in contact with? Of course, no one would outwardly ask for these things – especially in the name of good networking, right? The truth is, I get asked for these things from networking contacts almost every day. And I have to say no. Since when did “networking” turn into convincing another person to sell your wares? It’s not even disguised well as networking. In the book The Connectors, I wrote about the research ...
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03.09.11Time Wasting Awareness: How is your perception of time?Did you know that your awareness of time has a direct impact on your social intelligence? It’s easy to spot someone with poor awareness of time. They talk longer than what seems necessary in a meeting, they’re difficult to get off the phone, and they don’t get anywhere quickly (be it to an appointment, the point of a conversation, etc.). They are your classic time wasters. Every now and again we all fall victim to becoming time wasters. A keen awareness of time requires focus, concern for others, and an internal clock that’s ...
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01.19.11Cultivating Relationships NOT Worth the Time?Proactively cultivating relationships is often an afterthought. We are just too busy trying to get through the workload directly in front of us. And, relationships are not what we DO in our businesses, right? Most firms are not in the “relationship business.” You are in the [INSERT your core offering] business. Simply spoken: We need sales, not more friends! STOP RIGHT THERE!! Above is an excuse that we often create (myself included), subconsciously or consciously, for not finding the time to do one of the most important things directly affecting growth and profitability. Intuitively ...
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12.22.10Better to Give than to be GratefulI received 3 email newsletters this week where the authors share with their readers all that they are grateful for. And although it is certainly good to be grateful, it seems to me that something is missing – a focus on others. I do understand that we find ourselves reflecting and thinking about what we are grateful for during this time of year. However, when truly connecting with others (in conversation, in a sales situation, in an email newsletter, etc) it is much more about how they feel than how you feel. And ...
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12.15.10The Marvelous ConnectorShea Megale is 14-year-old author of a successful book series called Marvelous Mercer; but she is no ordinary girl. Shea has Spinal Muscular Atrophy, a paralyzing disease that has left her with limited arm strength and compromised motor skills. To help her get around more independently, Shea has a companion dog named Mercer. Mercer knows 60 commands that include turning on lights and opening doors. Shea‘s first book began as several entries in her diary that her mother Megan discovered. They were sketches and stories of Mercer the dog ice skating and doing other ...
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12.01.10Holiday Parties Are a Great Time to … Network your way into a New Job or New Clients!Think like an introvert—if you have to go, have a plan. Social events can be nerve-racking. Concerns of who is going to be there, how many people you will know, and what should be said to them can run rampantly through your mind. But instead of succumbing to your clammy hands and being a wallflower all night, formulate a plan of action ahead of time that will help you make the most of every event. Doing so will ensure that you make all the right connections, and it will help to alleviate all ...
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11.30.10Networking Tips for the Holiday SeasonThe holiday season offers many networking opportunities for you to take advantage of. Maribeth shares 8 networking tips on Fox News Detroit to make the most of your next holiday party.
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11.17.10I Really Truly Don’t Have Time!Every day I run across the “I don’t have time!!” objection to getting things done (sometimes it is me saying it). As you’re working to finish this year strong and planning for 2011, here is a quick excerpt from The Connectors that I always find grounding. Often it is the simple advice that makes the most sense! Unless public relations is your specialty, the name Ivy Ledbetter Lee probably won't mean anything. In 1904, Lee and a partner launched a practice in the brand new field of public relations. In ...
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